Welcome back to our series on the real estate tactics described in Gary Keller’s fantastic book “Shift.” Today, we’ll be covering Tactic No. 4: Find the Motivated - Lead Generation.

This tactic, like the others we’ve described in previous episodes, can help agents not only survive, but also thrive during a shifting market.

In the very first paragraph of this chapter, Keller nails down a sentiment that will sound very familiar to any agent in the market right now. He writes, “What felt like an unlimited supply of buyers and sellers suddenly feels very limited. Abundance quickly shifts to scarcity.”

This is exactly what’s happening right now. When demand slows down, as is the case right now, the pool of buyers and sellers will shrink. And this means the businesses of agents in our market right now will shrink, as well. So what can be done to counteract this?

As outlined in “Shift,” one of the best things an agent can do is to double down on lead generation—literally. If you’re spending an hour a day on lead generation, start spending two. If you’re already spending two, start spending four. It is incredibly important for agents working through a shifting market to focus their time and energy on business development.

"Oftentimes, the path to getting from “knowing” to “doing” means finding a person who will help you make that jump."

Sometimes agents shy away from this task for fear of coming off like a “cheesy salesperson.” But is avoiding the potential for discomfort worth the risk of failing to thrive when a shift hits our market? Knowing that you should be doing something isn’t the same as actually doing it. You need to actually implement these tactics, not just be aware of them.

Oftentimes, the path to getting from “knowing” to “doing” means finding a person who will help you make that jump. With that said, we’ve got some great news to share. Our team has just brought on one of the state’s top agents, Jonathan Kirk, as a productivity coach. Jonathan knows how to build a business and is now coaching agents inside, and outside, of KW to help them remove limiting beliefs and thrive through a shift.

And, now, we’re presenting you with the chance to see what his guidance can do for yourself. We’d like to offer you a complimentary personal meeting with Jonathan so that you can review and improve your lead generation plan.

If you’d like to learn more about that opportunity, have any other questions, or would like more information, feel free to give us a call or send us an email. We look forward to hearing from you soon.